One of the big challenges in selling anything is making sure that you are talking with the right people.
And, for a lot of you, I bet you are scratching your head because so much of your time is spent on just hoping that you are going to be able to get in touch with people to begin with, let alone if you are dealing with the right person.
But the path to better business growth isn’t built on the back of just anyone, it is built on the back of the right people and those people are buyers.
Who are buyers?
They are people that can say yes to what you are offering.
But in too many cases, we spend too much time with people that can only say no.
Oy!
So here are a few things you need to know about your buyers to make certain that you are really talking to buyers and not just the only person that will take the time to meet with you.
1. The real buyers are responsible for some sort of outcomes and profitability:
If you only remember this, you are winning and ahead of the game.
The first thing you need to remember about buyers is that they have great responsibility, which is often why they can say yes to your services.
In many cases, these buyers have a group of people that report to them and have outcomes that they are responsible for.
Go find them.
2. Your buyers are not worried about features, they are concerned with how you are going to add value:
Too many people lead with features.
Have you ever seen a website that deals with terms like “integrity,” or “engagement?”
I bet you have.
Both of these terms are pretty meaningless to real buyers.
Why?
Because integrity is like the price of admission to have the conversation. And, engagement is meaningless without conversion to sales.
The same goes for other terms like “ninjas,” “gurus,” “likes,” and other stuff that is all the buzz.
When you lead, you lead with value.
How are you helping your clients grow?
3. If you aren’t constantly creating value, your buyers won’t be buyers or prospects for long:
The battle for your kind of buyer’s attention is harsh and if you aren’t always leading with and adding value, you are going to be out on your bum pretty quickly.
So your job is, first and foremost, create value and learn and create some more.
Because if you are not creating value and becoming a valuable resource, you are going to be an unnecessary burden and time suck pretty quickly.
You don’t want that.
If you remember these 3 tips, you are going to have a higher likelihood of finding and engaging with your buyers and potential buyers in a meaningful manner.
But make sure you always keep these in mind.